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Premium Research Aug 2025
... In a disorderly recession, economic growth slows but AI innovation continues, leading to declining demand even as generative AI undercuts the lead generation playbook. Tech CEOs must invest in high-touch tactics to control messaging and prioritize martech investments that enable customer retention. O ...

Analyst(s):   Andrew Newman
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Premium Research Aug 2025
... Tech services leaders advising clients on technology adoption can create a competitive advantage by positioning vendor lock-in as a strategic investment. Establish true services differentiation by providing lock-in audits, developing proprietary ROI models and tracking lock-in investment performance ...

Analyst(s):   Craig Lowery
Premium Research Sep 2025
... Very few tech providers have robust enterprise personas, resulting in struggles to win quality business. This research highlights key readiness and fit elements of an enterprise persona, helping product leaders identify critical purchase triggers and improve targeting. More Detail Gartner Insights Abs ...

Analyst(s):   Derry Finkeldey
Premium Research Sep 2025
... Broadly defined target segments are an inefficient way to grow the revenue pipeline. Product marketing leaders must clearly understand business and sales objectives and work with their teams to develop target segmentation strategies that accelerate revenue growth in line with those objectives. Overvi ...

Analyst(s):   Suzanne White
Premium Research Sep 2025
... AI is not merely enhancing BMS, but reinventing it to meet the demand of autonomous and resilient buildings. CPOs who embrace agentic AI and Intelligent simulation — delivering an adaptive building “manager” and a safe “sandbox” — will enter the next era of innovation and accelerated growth. Overview ...

Analyst(s):   Milly Xiang
Research Sep 2025
... Access Insights Already a Gartner client? Gartner research shows that while product functionality drives consideration, SaaS buyers assess a variety of product and provider attributes beyond this single factor. To boost sales, tech CEOs must address skepticism about size and maturity, and demonstrate ...

Analyst(s):   David Kung
Premium Research Sep 2025
... Customer centricity delivers revenue growth by placing the customer at the center of decisions, urging employees to act in customers’ best interest and driving process changes. Revenue and retention leaders can use insights from the tactics described to make their organization’s culture customer-cen ...

Analyst(s):   Chad Storlie
Research Aug 2025
... Access Insights Already a Gartner client? Tech CEOs relying on cold outreach often overlook actual buying habits. GenAI can boost volume and quality, but it can’t overcome buyer resistance to unsolicited contact. CEOs need a multichannel approach to creating awareness and demand that fits today’s buyer and ...

Analyst(s):   David Kung
Premium Research Sep 2025
... Customer references and success stories are uniquely capable of establishing market credibility, but getting customers to agree is challenging. Tech CEOs can use three steps to improve participation: communicate the benefits, use incremental “asks” and nurture long-term relationships. Overview Introdu ...

Analyst(s):   Erin Gordon
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